Three Essential Questions (to network effectively)

Here are three essential questions to ask yourself in order to develop a networking strategy.

1. Who are my best prospects? Are they businesses or consumers? What industries are they in?
2. Where can I meet my best prospects? Corporate representatives are more likely to be in service organizations or on non-profit boards than in chambers of commerce.
3. Whom exactly do I want to meet? The more specific you can be the better.

Networking really works; it’s just a matter of developing strategy that puts you in contact with the right people, and that’s why these three questions will help. Ask close business colleagues these questions:

·         Who do you think are my best prospects?

·         Where can I meet my best prospects?

·         Do you know this specific person? I’m looking for this specific individual.

Being laser specific about the type of prospect you’re looking for means that your network will know exactly who you want to meet.

Listen to/read the full podcast here.

When Should You Ask for A Favour?

Here’s what BNI Founder, Dr. Ivan Misner recommends.

Most of us have been in a situation where someone has asked for a favour before having the social capital to make that level of request. To amass financial capital, you invest and grow your assets. Social capital works the same way. You have to invest before you can withdraw. If you can answer “Yes” to most of the following points about a person, you are in a pretty good position to ask a favour of them.

·         Do you trust the person to do a great job and to take great care of your referrals?

·         Have you known the person for at least a year?

·         Do you feel comfortable explaining at least 3 of their major products or services to others?

·         Do you know the names of the person’s family members? Have you met them?

·         Have you asked each other “How can I help you with your business?”

·         Do you know their goals for the year, including personal goals?

·         Would you be able to call them at night if you needed to?

·         Would you be comfortable asking for help with either a personal or business challenge?

·         Do you enjoy the time you spend together?

·         Do you have a regular appointment scheduled?

·         Do you enjoy seeing them achieve success?

·         Are they top of mind for you? Do you think about them frequently?

·         Can you have open, honest talks with them about your overlapping areas of interest?

If you haven’t answered “Yes” to most of those questions, you’re not yet ready to ask for a favour. If you can’t yet answer “yes” to those questions, you need to invest more in that relationship.

The full podcast is here.

Hyperactive Visibility: Good or Bad?

It’s possible to spend so much time running around and making appearances that you don’t have time to build deep relationships and develop credibility. Activity is not the same thing as accomplishment. If your network is a mile wide and an inch deep, it isn’t really very helpful. Visibility is important, but by itself, it won’t create credibility or profitability. Not to mention running around attending every possible networking event in order to establish visibility is a good way to get burned out.

Take the time to build depth in your relationships. Choose a few networking groups and attend regularly. Meet with people one on one and get to know them. Connect with other BNI members on their chapter Facebook page, that way if you visit their group, you’ll already have something in common. You might even find a power partnership with someone in another chapter.

Build your business by building relationships. Take the time. It’s a not a race. If it is a race, it’s a marathon, not a sprint.

Read the podcast here.